Account Manager - Enterprise Software Solutions

Account Manager – Enterprise Software Solutions

About McNaughton McKay Group:

McNaughton McKay Group (MMG) is a 100% employee-owned distributor of electrical and PVF (pipes, valves, and fittings) solutions, serving the industrial, commercial and construction markets. Our portfolio of trusted brands operates from more than 60 branches across nine states and Germany. At MMG, we do more than deliver products. We build lasting partnerships—backed by deep inventory and local expertise—to keep your projects moving and businesses growing. Our empowered team provides the support, insight and scalable solutions needed to navigate today’s demands and solve our customers’ most complex challenges.

Role Purpose:

The Account Manager - Enterprise Software Solutions is a direct sales role. In this position, you will be focused on promoting McNaughton McKay Group's comprehensive suite of connected enterprise software solutions in the Automotive, Food and Beverage, and Consumer Products industries. This includes, but is not limited to, selling Enterprise Resource Planning, Manufacturing Execution Systems (MES), Industrial IIoT, and Advanced Analytics applications, and supporting industrial software.

As an Account Manager, you will:

• Achieve MMG Information Software sales targets, and meet business revenue plans for software solutions using a discipline sales process within targeted accounts.
• Directly responsible for meeting and exceeding quota by actively finding, developing and bringing opportunities to close while working with the broader matrixed MMG sales teams.
• Assist in the development of project scope and ROI analysis. Utilize value selling techniques to quantify project ROI and structure commercial deals accordingly.
• Creating and managing a sales pipeline 3x sales targets.
• Leverage selling resources (Solution Architects, Product Management and Industry experts) as a part of your overall sales strategy. Serve as the primary liaison between customers, regional sales team members and MMG Information Software to ensure efficient and effective communications and information flow from sales and pipeline development activities. Effectively translate technical terms into everyday language and properly manage expectations, both internally and externally.
• Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
• Develop strong business & financial knowledge of IS (Information Software) offering and its impact on potential business. Demonstrate understanding of ERP/MES and other emerging technology trends and their impact on business decisions in assigned Vertical or geography and clearly communicate this knowledge to extended sales teams.

Desired Knowledge/Skills/Abilities Include:

• Bachelor's degree or equivalent relevant experience in sales
• Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
• 10 years' experience selling, consulting or working in the Industrial Manufacturing environment
• Must be willing and able to travel up to 50%
• Experience selling software into manufacturing environments… MES, IoT, data analytics, etc.
• Demonstrated ability to sell subscription software solutions at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our solutions & services
• Experience selling cloud-based solutions in a SaaS environment to IT and OT Executives.

Working Conditions:

Normal office environment; travel to customer locations as needed.

EEO/AA/M/F/Vet/Disability Employer:

The above statements are intended to describe the essential functions and related requirements of persons assigned to this job.  They are not intended as an exhaustive list of all job duties, responsibilities and requirements.